How many meetings with customers have you left where there was no agreement on the next call or meeting date? How often after meetings are you saying “I wish I had asked for (A DESIRED NEXT STEP)”? How to ensure getting agreement on a next step happens more frequently… First…be sure to understand your customer […]
Tag: #increasesales
Before hiring your 1st Sales Rep…
If selling is new and/or uncomfortable for you, immediately hiring a sales rep may not be the right move for your company. Many CEOs/Founders of small companies have hired sales reps that did not work out. Ideas on what to do BEFORE hiring a sales rep… Enhance your comfort/confidence with selling CEOs of small companies […]
Clients delaying scheduling meetings?
I wish there were quick and easy answers on this topic. Suggestions you might find on the internet to, for example, offer a time limit on special pricing (and other similar tactics) sometimes do not motivate customers. Attempting this approach can undermine trust you have worked hard to build. The answers to how to create […]
How a pipeline helps you sell more
Why is having a pipeline to track opportunities important? You are likely juggling priorities, making selling one of many responsibilities. This could help make the most of the time you invest in selling. Value of a pipeline The idea is to get you thinking about these opportunities. Having key information on one page can be […]
Turning “pilots” into revenue
It is relatively easy to start a “pilot” with a prospective client…particularly if it is at no charge. The common challenge…how to get the client to start paying. Some thoughts on how to get you more comfortable doing so… Create a document to manage the pilot Developing a document that outlines the pilot will help […]
Starting a conversation with a new client contact
If you are new to selling, how to start a conversation with a new client contact can be uncomfortable. Many in this situation will tend to start talking about what they offer because it is what they know. Selling is 80% listening and learning…some thoughts on how this can be easier for you. Build Rapport […]
Video – Orchestrating a successful follow-up meeting
I recently worked with Prepare 4 VC to share some ideas with their community on this topic. Here is an overview and the video…READ BELOW and WATCH! Overview You provided a demo for a potential client, and they have agreed to a follow up meeting. Goals for the follow up meeting should be: Now what? […]
Clients picking apart your pricing?
Clients will frequently want to know about pricing as early as possible. How you present your pricing can directly impact the rest of the conversation with the client. How to eliminate getting picked apart by clients… Stay away from line item pricing Line item pricing enables the client to question every line. This puts you […]
Grow your pipeline rapidly – Connect with partners!
Have you been grinding away at trying to grow your pipeline? Taking a look at where you are trying to find opportunities can sometimes give your effort a boost. Is most of your effort directly with customers? How about looking at partners that you collaborate or co-exist with in your customers? Be a collector of […]
Why invest time supporting others
While you surely focus most of your time on your clients and partners, helping others without expecting something in return can be highly valuable. Ted Pizzo, Senior Vice President – Lockton Companies does an incredible job providing value for many in this way. More about Ted’s approach and how investing some of your time may […]